Can I read Mastering Technical Sales : The Sales Engineer's Handbook on EtoBox?

Mastering Technical Sales : The Sales Engineer's Handbook by Care, John (Managing director of Mastering Technical Sales LLC); Bohlig, Aron is a book available to read on EtoBox.

What is Mastering Technical Sales : The Sales Engineer's Handbook about?

Introduction: Why Study Sales Consulting? -- An Overview Of The Sales Process -- Definition Of The Market -- Marketing Campaigns -- Lead Qualification -- Request For Proposal -- Discovery And First Customer Engagement -- Propose And Demo -- Evaluation (optional) -- Negotiations: Close Or Lose--getting The Deal -- Ongoing Account Management: Upsell Opportunities And Postsales Support -- Lead Qualification -- Lead Quality -- Effective Lead Qualification -- Internal Roles In The Lead Qualification Process -- Lead Qualification In Action: Three Common Scenarios -- The Rfp Process -- Creation Of An Rfp -- Basic Rule Of Rfps -- The Go/no-go Decision -- Handling Deadlines -- Strategies For Avoiding An Rfp -- Completing The Rfp -- Presentation And Follow-up -- Needs Analysis And Discovery -- Why Discovery Is Critical -- The Seven-step Needs Analysis Approach -- Customizing The Discovery Process -- Successful Customer Engagement -- First Contact -- Identify The People You Need To Know -- Coaches -- Credibility -- The Perfect Pitch -- Nonverbal Delivery Skills -- Verbal Delivery Skills -- Developing A Focused Message -- Special Situations -- Using Nervous Energy To Your Advantage -- The Dash

Author

Care, John (Managing director of Mastering Technical Sales LLC); Bohlig, Aron

Publisher

Artech House, Inc

Published

2002

Language

EN

ISBN

9781580535694

Subjects

Technology, Marketing, Business